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Digital Marketing Guide: Mobile Marketing for Medical Technology Companies

  1. 2 For most U.S. adults, a mobile device is a constant companion. You use it throughout the day, in multiple physical locations, and you also probably check it one more time before going to sleep at night. So defining mobile as a channel, strategy or technology doesn’t quite do it justice; mobile is how we behave. It is how we live, research, document, and communicate.
  2. 3 The point is: if you are a marketer and are not considering how to reach your target audience on mobile, you are missing a large portion of their day. Mobile can no longer be ignored by marketers who want to succeed and thrive in the new healthcare marketing landscape.
  3. 4 But what is considered mobile marketing? The Mobile Marketing Association defines mobile marketing as a set of practices that enable organizations to communicate and engage with audiences in an interactive and relevant manner through any mobile device or network.
  4. Why Mobile? Why Now? • Of those adults who own cell phones, 53% now own smartphones. • About 31% of cell-phone owners have used their phone to look for health information. • In a comparable national survey conducted two years ago, only 17% of cell phone owners had used their phones to look for health advice. • Today 86% percent of clinicians now use smartphones in their professional activities, up from 78% in 2012. • In addition, 53% use tablets at work, compared to 34% last year. 5
  5. Why Mobile? Why Now? A mobile device is arguably the closest you can get to your customer, without coming face-to-face.  There is no other device as personal (everybody has their own individual phone)  As pervasive (we have them with us all of the time),  Nothing else provides the opportunity for proximity (we hold them in our hands and keep them in our pockets or purses). As marketers seek to understand and leverage the customer’s path to purchase, mobile devices have the potential to be a tremendous enabler. 6
  6. Why Mobile? Why Now? Compared to other digital tactics, mobile marketing is in its infancy. So it's no surprise that the Grey Matter Marketing Digital Marketing Survey revealed that, while medical technology marketers understand the value of mobile, with more than one-third reporting that mobile was "very important" or "extremely important" to their overall digital marketing strategy, 43.6% are not currently engaging in mobile marketing tactics. 7
  7. Why Mobile? Why Now? Outside of mobile web, very few survey respondents reported any mobile marketing initiatives. According to the survey, mobile marketing activities included: • Mobile web 39% • QR codes 28% • Apps 19% • Text messaging 10% 8
  8. Why Mobile? Why Now? With half of the audience active on mobile today, why is there so little focus on mobile marketing? The simple answer is, mobile marketing is tough! 9
  9. Why Mobile? Why Now? • Mobile marketing is complex and has a learning curve even for those well-versed in non-mobile strategy. • It is all-encompassing — , it's an entire way of life, one where people are engaged all day, every day. – New tactics must be learned and adapted, and campaigns must be useful to consumers without requiring them to change their behaviors or endure inconveniences. • And a mobile strategy cannot be static — it must adapt, and it must continue to adapt to and anticipate shifting demands. As a result, businesses seem to get stuck asking, “What can I actually do to market my company effectively on mobile?” 10
  10. To QR or not to QR 11
  11. What Med Tech Marketers Need to Know About Mobile Marketing With mobile marketing, there are many factors to consider and strategies to choose from, but fortunately, the basic principles are common-sense. • You need to adapt to customer expectations by meeting them where they are, • Make it easy for them to interact with your online presence, and • Provide them with relevant, helpful, up-to-date information. 12
  12. What Med Tech Marketers Need to Know About Mobile Marketing While there are a plethora of mobile tactics, here, we will discuss two tactics in more depth that seem to hold great potential for medical technology companies: • Using responsive site design to make sites accessible and easy for mobile viewers to use, and • Devoting resources to developing and maintaining mobile apps, an important avenue for connecting with customers and prospects. 13
  13. The Responsive Web A website needs to be accessible to users when and where they look for it. With over 50 million people accessing the web on mobile devices, it is reasonable to assume your consumer will expect a functioning mobile website. If your website cannot provide a seamless user experience on a mobile device, 40% of people will choose another result. Responsive web design (RWD) is a new design approach that aims at crafting websites to provide an optimal viewing experience — easy reading and navigation with a minimum of resizing, panning, and scrolling — across a wide range of devices, including smartphones, tablets, and laptops. 14
  14. The Responsive Web A responsively designed website allows content to exist in only one place on the internet, with a single URL. You don't have to manage content or divide page rank or back-links across multiple sites, as you do when you use m-dot sites for mobile. If that's not enough to convince you, even Google is now recommending responsive design for mobile-optimized websites. 15
  15. The Responsive Web Most importantly, RWD is forward thinking; it adapts based on the size of the screen so it is naturally ready for devices that have not been released yet. When the next version of the iPhone is released, for example, you will not have to re-code your site to suit the screen size. This makes Responsive Design well worth the investment. 16
  16. The Responsive Web 17 A Small Screen Needs a Large Focus Mobile screens have fewer distractions and less real estate. Companies should provide simple, easily actionable mobile interfaces. If users have to go through multiple steps to complete a task or access information, they will typically leave or, if the site is not responsive, download the desktop site. The best mobile interface is focused and outcome-oriented.
  17. To help you make the case for mobile marketing, here are some facts and figures that show how vital mobile is to your organization. THE CASE FOR MOBILE 18
  18. Video represents a majority of activity on mobile devices By 2018, mobile video will represent 69% of all mobile traffic, which is an increase from 53% in 2013.5 Last year, users watched about two hours of video per month on their mobile phones. Video is a viable option for medical technology marketers to reach their audiences, especially at the scale of mobile. It caters to the different consumption patterns of users, develops messaging that can meet the nuances of various platforms, and can help build long-term relationships with your customers. 19
  19. Facebook mobile users exceed Facebook desktop users Facebook recently reported that it has one billion monthly active users on its mobile app. With Facebook’s large network of all types of users, as well as comprehensive targeting capabilities to reach them, it has potential to be a powerful channel to reach your target audience on mobile. 20
  20. Mobile searches result in immediate action According to iAcquire, 70% of mobile searches lead to an action on a website within an hour. People are constantly seeking information, so it is vital that a site is optimized to be viewed on mobile devices. This also suggest mobile searchers are more motivated than their counterparts using desktops and laptops. 21
  21. Brands are more trusted on mobile People believe brand messages are more trustworthy when received on a mobile device than other personal communication devices because mobile users self-identify with their mobile devices. They are invested in these devices, which translates into trust—people typically trust themselves, leading them to also trust things they self-identify with. Research has demonstrated that branded content that would elicit a neutral response on any other platform leaned positive when it was viewed on mobile devices. 22
  22. App Based Marketing The number of mobile health apps is on the rise and predicted to grow for the foreseeable future. One-fifth of smartphone owners have at least one health app on their phones. Exercise, diet, and weight-management apps are the most popular types. Some tech-savvy doctors are even helping their patients choose apps, essentially “prescribing apps.” 23
  23. App Based Marketing In 2013, the regulatory environment for mobile health apps improved. The Food and Drug Administration (FDA) indicated it would take a limited approach to regulating medical and mobile app developers. The FDA stated that the focus would fall on products that pose a potential risk to patients, while exercising enforcement discretion over medical devices that pose minimal risk to people. Like the draft guidance issued in 2011, the final guidance states that the FDA intends to regulate mobile apps when they meet the lawful definition of a “device” and when they are intended to be “used as an accessory to a regulated medical device or transform a mobile platform into a regulated medical device. 24
  24. App Based Marketing Patients and physicians alike are drawn to apps that provide something of value, are convenient, and are useful when used regularly. Here are some ways medical technology companies are incorporating apps into their marketing systems: • Providing a simple way to consume your marketing materials, such as videos and brochures • Helping patients manage a disease state “on the go,” instead of at their desktop • Creating calculators and other tools to help them assess their condition or knowledge of a disease • Personalizing the experience of products to the needs of the individual patient • Communicating with a user base, inviting them to learn about other products or to take part in limited-time offers • Managing the messages that the field sales force delivers on smartphones or tablets during the sales call, keeping materials current and focused 25
  25. App Based Marketing Keep in mind that apps do not replace professional medical evaluations or diagnoses. They are also not a “set it and forget it” tactic. Apps need to be monitored and must evolve over time, just as your product would. A smartphone app is a direct connection to your customer, whether you market to physicians or patients, and an app is not erased from users' phones simply because the developer stops updating it. 26
  26. If Nothing Else The conclusion is simple: mobile is here to stay. If forecasts are correct, mobile will soon eclipse desktop usage. Smart marketers are getting ready for this sea change — and many are already using these new techniques to their advantage, even as we speak. People strongly identify with mobile devices and search for health information more and more — and, notably, they trust what they find on mobile devices more than information they find on their computers. A robust strategy that takes these things into account and prioritizes responsive website design, places a focus on mobile apps, and responds to the overwhelming popularity of video on mobile devices is an important part of a comprehensive marketing effort as we advance into the mobile future. 27
  27. Up Next: Content Marketing 28
  28. 29 ABOUT GREY MATTER MARKETING Grey Matter Marketing is a full-service, award-winning marketing agency working exclusively with medical technology companies. We provide the marketing architecture to build strong connections with providers and patients to drive adoption of innovative technology that improves lives. We have a proven track record in developing both traditional and digital plans that create compelling marketing experiences and drive business results. Our strength is finding the important truth in any communication effort, and translating that truth into something your customer understands, and more importantly, feels. Armed with this knowledge and insight, we roll up our sleeves and do what we do best: work hard, think strategically and deliver. If you are interested in learning more about digital marketing as it relates to medical technology companies - including the latest trends, ROI, and how to sell-in digital marketing to your management team - we're offering readers a free phone consultation. email us at